The Reciprocity Principle Can Be Turned to One's Favor by Using

question 103

Multiple Choice

The reciprocity principle can be turned to one's favor by using it in bargaining. In order to do this, one must __________.

• A) give a small concession to create a feeling of obligation in the other member of the transaction
• B) stand firm to force a concession from the other side
• C) give a large concession to force the other bargainer's hand
• D) give a small concession to make the other bargainer feel small

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